Sales as a Spiritual Practice
Monday, 25 Feb, 2019
Sales as a Spiritual Practice

With untold millions of sales professionals in the world, sellers play a role in any economy.

Sellers Ask the Wrong Questions
Monday, 25 Feb, 2019
Sellers Ask the Wrong Questions

I recently accepted a cold call from an insurance guy because I was thinking of switching providers.

How Listening Filters Cause Misunderstanding
Monday, 25 Feb, 2019
How Listening Filters Cause Misunderstanding

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to

Change management and sales: influencing the buying decision path
Monday, 25 Feb, 2019
Change management and sales: influencing the buying decision path

Buyers want to solve a problem…

Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead
Monday, 18 Feb, 2019
Behavior Modification doesn’t modify behaviors: an essay on why it fails and what to use instead

I recently chatted with a VC invested in 15 healthcare apps that use

We Don’t Know How to Hear Each Other: how biases distort our conversations
Monday, 18 Feb, 2019
We Don’t Know How to Hear Each Other: how biases distort our conversations

So many people are feeling disempowered and ignored, targeted